Sam’s Club Enters Natural Skin Care Category

Want to buy a gallon of skin care cream at a time? Okay, the bottles aren’t that big, but it’s true that Sam’s Club, the nation’s second-largest club chain — behind Costco — has partnered with skin care product maker Sophyto to offer dermatological-grade, all-natural formulas in an unprecedented merchandising system for the retailer.

This month, 150 Sam’s Club stores nationwide began selling Sophyto, a two-year-old brand founded by Karen Sinclair Drake, who now lives in Naples, FL. Prior to the move, the Soil Association-approved line was available in 200 medi-spas and dermatologist offices globally.

To promote the brand and the natural cause, Sam’s Club has dedicated about 3,000 to 3,500 square feet of its average store square footage of 130,000 to health and beauty products, including shampoo, skin care and over-the-counter medications. In beauty, limited stockkeeping units of Olay, Neutrogena and L’Oréal are featured, at times in bulk and two-packs, and at discounted prices and presented on palettes, i.e., metal shelving.

Sophyto, which is based on phytotherapy, appeared to match Sam’s Club’s goal of sustainability and natural vision, whereas others fell short. There’s the Phytotherapy Daily Renewal Kit, which includes a Purifying Silken Cleaner, Omega Daily Moisturizer and Anti-Aging Antioxidant Serum. Gafsi said if the items in the kit were purchased individually, they would cost about $125. Sam’s Club will offer the kit for $29.98. A Phytotherapy Anti-Aging Care Kit also is offered, which includes a pH Optimizing Restorative Toner, Anti-Aging Antioxidant Serum and a Marine Peptide Brightening Treatment. Gafsi said if the items in this kit were purchased individually, the cost would be $90. Sam’s Club is selling the kit for $34.98.